What are customer incentive programmes? Incentive programmes are designed to drive growth through channel partners like wholesalers and distributors by using target-based rewards.
Rather than rewarding every sale, these programmes only trigger rewards once a key performance target is met, giving your business greater control, reducing financial exposure, and delivering results where they matter most.
Designing a successful customer incentive programme isn’t easy. It takes clear strategy, smart financial modelling, and fast, momentum-building execution to cut through.
Add in multiple stakeholders, lengthy approval processes, and risk-averse decision-making, and it’s no wonder many programmes stall before they even start.
One unwelcome by-product of this intensive stakeholder management is decision making by committee. The impossible task of keeping everyone happy can lead to a fear of messing up (FOMU) mentality with your peers that is often more potent than the fear of missing out (FOMO) on truly meaningful sales growth.
At 212F, we’ve been building and running B2B sales incentive programmes across New Zealand for nearly 30 years. We know what works, and more importantly, what doesn’t.
To help you plan, pitch, and execute with confidence, we’ve pulled together a range of practical sales incentive guides and solutions. These tools are built to help your business drive real behavioural change, motivate your sales teams and channel partners, and get results fast.
Ready to combat your FOMU and rein in your FOMO? Check out our library of assets below to help guide your decision-making process, generate new incentive ideas and equip you and your team with the tools to launch your sales incentive program with impact!
Feeling inspired and want to know more? Our team of incentive experts are here to help you turn ideas into action. Whether you’re building your first sales incentive programme or refining an existing one, we can work with you to tailor a solution that fits your goals, channels, and culture.
A sales incentive programme is a time-sensitive program with a definitive goal for both the customer and the business. The goal is usually related to dollars earned or spent. These programmes reward customers for additional spending on top of their baseline spend, and can be tailored to solve business pain points including price protection, strengthening brand relationships, empowering sales teams and boosting customer engagement.
A B2B loyalty programme is a structured initiative that rewards business customers, such as dealers, distributors, or trade partners, for repeat purchases or desired behaviours. It is designed to build stronger relationships, encourage ongoing engagement, and drive long-term growth.
A loyalty program focuses on long-term engagement, rewarding ongoing behaviours like repeat purchases or brand advocacy. It aims to build lasting relationships with customers or partners. An incentive program is typically short- to mid-term and designed to drive specific actions, such as hitting sales targets, increasing product uptake, or launching a new product. It’s more campaign-based and outcome-driven. In short: loyalty builds retention, incentives drive action.
Got questions about B2B incentive & loyalty programs, reward options or travel incentive & events ideas?
No question is too big or too small. We’d love to help you, whether that’s a potential B2B loyalty program design or a delivery of an engaging reward option. Give us a call or fill out the form below and we’ll be in touch soon.
"*" indicates required fields
